The Art of DISCOVERY

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Transcript of The Art of DISCOVERY

Process OrientedThe Art of DISCOVERYGoals of DiscoverySourcesQuestion TypesKeys to Great DiscoveryMap Your ApproachDemoThe Hard Truth...Reality...Top DownBottom UpDirectedExploratoryWho are the Decision Makers?ExecutivesManagersStaffProspectCurrent CustomersLeading Closed EndedEx. "I believe that one of your initiatives/goals/focuses is ______"List Closed EndedProvide a list of choices for them to pick from.Expanding Open EndedQuestions that have multiple answers, can provide additional drill down areas or highlight challenges WITHOUT assuming a technology solution. **Have a cheat sheet of prompts**Performance Oriented Focus on metrics; measures pain based on impact.Focuses on the steps; measures pain based on redundancy, errors, etc.Demonstrates industry knowledge & establishes credibilityEx. "Which (function) do you rely on most?""How often do you ______?"Ex. "What security restrictions are critical to ______?"Ex. "How many _____ are processed every day?""What is the revenue goal for _____?""What is the current ratio of users to customers?"Ex. "Can you walk me through how you currently _______?"Strategic InitiativesKPIsBroad Improvement StrategiesWhat strategies could yield a positive impact?

ie. Upgrades, add-ons, new system, RFP, Sole Source, Dovetail, etc.Areas You ImpactFor EACH improvement strategy that you impactProduct Capabilities & BenefitsIllustrate ONLY the capabilities that support your areas of impact!"While we should not be surprised - often times we are- by the impact that we can have when we really invest time in understanding what our prospective customers are looking for or what they are concerned about - being part of reducing fear, uncertainty & doubt is very powerful."Jeff Bender"Work for Meaningful Differences, not better sameness."Mike Perlis, CEO of ForbesCategoriesQUESTION CATEGORIESSituationalUsed to uncover facts:individualsorganization processProblemHelps define needs explicitly:DisadvantagesQuality worriesDifficultiesReliabilitiesSecurityImplicationDiscuss Problems & how They would improve them.